1. Getting the Most out of your Mentor-Protégé Relationship: A Mentor's Perspective Shawn Ralston Small Business Liaison Officer AECOM’s Design and Consulting Services Group 2016 Winter Conference

2.  What do you want to get out of an agreement?  Have you done your homework?  Which Mentor-Protégé Program is right for you?  Have you thought about what mentors are looking for?  What is the mentor’s approach?  Expansion of SBA’s Mentor-Protégé Program  Resources Table Of Contents 2016 Winter Conference

3. What do want to get out of an agreement? New certifications? Enhanced Infrastructure? New Technology? Financial Assistance in the form of equity or loans Enhanced Strategic Relationship? Client Recognition? Access to New Markets? What does success look like? Joint Venture? Pipeline? Growth? Avoid Affiliation? 2016 Winter Conference

4. Have you done your homework? Have you worked contractually with the mentor? How has your performance been with that mentor? Does that client have a mentor-protégé program? If you have worked with the mentor, under what client? Are you eligible to be a protégé under that program? Does the mentor participate in mentor-protégé programs? Have you reviewed the mentor’s website on mentor-protégé? Who are your points of contact with the mentor? Who might serve as your champion or agreement PM? 2016 Winter Conference

5. Additional Question to Ask Yourself Do you met the mentor’s requirements? Have you reviewed the agency’s website on mentor-protégé? Have you met with the agency’s mentor-protégé director or others within the OSDBU office? What are the incentives for participating under the given program? Reimbursement? Evaluation Credit? Compulsory Participation for a specific procurement? Can you dedicate sufficient time and resources to making the program work? What do you want to get out of an agreement? What benefits are there for participating with you under the given program? 2016 Winter Conference

6. What are the MP Program’s Requirements? Is the mentor Eligible? GSA requires mentor to have a GSA contract Are you eligibly to be a protégé SBA program is only open to 8(a) companies (right now… will change in the future) EPA limits protégé eligibility to only SDB or WOSB) When can an agreement be submitted? EPA requires submission with a contract bid Army submission deadlines of Feb. 15 th & June 15 th in 2016 (submission windows common with DoD) 2016 Winter Conference

7. Which mentor-protégé program is right for you? Small Business Administration Department of Homeland Security Department of Energy Department of the Treasury General Services Administration Federal Aviation Administration Environmental Protection Agency* Suspended National Aeronautics and Space Administration Department of State* (4th Q FY16) Department of Transportation US Agency for International Development Department of Defense o Army o Navy o Air Force o Missile Defense Agency o National Security Agency o U.S. Special Operations Command o Joint Ground Robotics Enterprise o National Geospatial Intelligence Agency o Defense Logistics Agency o Defense Intelligence Agency o Defense Contract Management Agency (Credit Agreements) 2016 Winter Conference

8. The SBA Mentor-Protégé Program – Protégé Eligibility In order to initially qualify as a protégé firm, a Participant must: Be in the developmental stage of program participation; or Have never received an 8(a) contract; or Have a size that is less than half the size standard corresponding to its primary NAICS code. Only firms that are in good standing in the 8(a) BD program (e.g., firms that do not have termination or suspension proceedings against them, and are up to date with all reporting requirements) may qualify as a protégé. A protégé firm may generally have only one mentor at a time. A second mentor for a particular protégé firm may be approved where the second relationship will not compete or otherwise conflict with the business development assistance set forth in the first mentor/protégé relationship and either:  The second relationship pertains to a, secondary NAICS code; or  The protégé firm is seeking to acquire a specific expertise that the first mentor does not possess. A protégé may not become a mentor and retain its protégé status. The protégé must terminate its mentor/protégé agreement with its mentor before it will be approved as a mentor to another 8(a) Participant. SBA will not approve a mentor/protégé relationship for an 8(a) Participant with less than six months remaining in its program term. 2016 Winter Conference

9. Other Considerations Generally a mentor will have no more than one protégé at a time. However, the SBA may allow a mentor more than one protégé at a time where it can demonstrate that the additional mentor/protégé relationship will not adversely affect the development of either protégé firm (e.g., the second firm may not be a competitor of the first firm). Under no circumstances will a mentor be permitted to have more than three protégés at one time. SBA must approve the mentor/protégé agreement before the two firms may submit an offer as a joint venture on a particular government prime contract or subcontract in order for the JV to receive the exclusion from affiliation. For exclusion from affiliation for both procurements, the JV must meet the requirements set forth in §124.513(c). No determination of affiliation or control may be found between a protégé firm and its mentor based on the mentor/protégé agreement or any assistance provided pursuant to the agreement. Possible consequences for not provided to the protégé firm the business development assistance set forth in its mentor/protégé agreement. i.SBA will terminate its mentor/protégé agreement; ii.The firm will be ineligible to again act as a mentor for a period of two years from the date SBA terminates the mentor/protégé agreement; and iii.SBA may recommend a stop work order for each Federal contract for which the mentor and protégé are performing as a JV SBA may consider a mentor's failure to comply with the terms and conditions of an SBA-approved mentor/protégé agreement as a basis for debarment on the grounds, including but not limited to, that the mentor has not complied with the terms of a public agreement. 2016 Winter Conference

10. What is the mentor looking for? Current Teammate, Subcontractor, or Small Business Prime Value proposition within the market (e.g. strategic relationship, complementary skill) – There is a cost to an agreement for the mentor Mature enough for the Assistance to be Beneficial (may have a minimum size measured in revenue or employees) Strategic long-term value as both a subcontractor and SB Prime No competition with current protégé capabilities No active mentor-protégé agreement within the targeted agency or any other agency Active within the federal space – holding a federal contract or subcontract for a period of time Compatible business ethics and philosophy Financially stable and viable (may request information to support this) 2016 Winter Conference

11. What is mentor’s approach? Discussions with current client facing points of contract Involvement of the Small Business Liaison Officer Discussions with the agency SB Office or Mentor-Protégé Program Manager Questionnaire Completion by protégé Needs Assessment (required by some mentor-protégé programs) Financial Screening (some mentors require this) Draft Agreement – involves a good bit of back and forth to ensure agreement is targeted and assistance is needed and wanted Signing of agreement and Submission to Agency for Approval Kick-off meeting (Internal or External) Execute and Report as needed (Agency Reports & Program Management Review) Post Agreement Protégé Reporting (to help measure impact) 2016 Winter Conference

12. Expansion of SBA’s Mentor- Protégé Program to All Small Businesses  2013 NDAA amended the SB Jobs Act to establish mentor-protégé program for all small business concerns  The new Mentor-Protégé Program will be modeled on the SBA’s current 8(a) Mentor-Protégé Program and allow for Joint Ventures between mentor and protégé  SBA released a proposed rule on this expansion  http://www.gpo.gov/fdsys/pkg/FR-2015-02-05/pdf/2015-01548.pdf (Federal Register 2-5-14) http://www.gpo.gov/fdsys/pkg/FR-2015-02-05/pdf/2015-01548.pdf  Final Rule expect Spring 2016 with projected start of summer 2016  SBA will approve and issue regulations for all mentor-protégé programs except those at DOD  Committee on Small Business Subcommittee on Contracting and the Workforce  Maximizing Mentoring: How are the SBA and DoD Mentor-Protégé Programs Serving Small Businesses? (Oct. 27, 2015)  http://smallbusiness.house.gov/calendar/eventsingle.aspx?EventID=398532 http://smallbusiness.house.gov/calendar/eventsingle.aspx?EventID=398532  http://smbiz.house.gov/UploadedFiles/10-27-2015_Hearing_Memo.pdf http://smbiz.house.gov/UploadedFiles/10-27-2015_Hearing_Memo.pdf  DoD MP agreements are now required to be tied to Top 10 Challenges within the department or Commanders’ Top 10 Issues 2016 Winter Conference

13. Resources Department of Defense Mentor-Protégé Website http://www.acq.osd.mil/osbp/mentor_protege/ SBA Mentor-Protégé Website https://www.sba.gov/content/mentor-protege-program OSDBU Council Website http://www.osdbu.gov/members.html AECOM Mentor-Protégé Website: http://www.aecom.com/content/small-businesssupplier-diversity/mentor-protege-program/ My contact Information: Shawn Ralston 703-713-6582 shawn.ralston@aecom.com 2016 Winter Conference